April 14, 2025 • 27 mins
Energetic Awareness & Emotional Leadership: How to Lead the Room Without Saying a Word
Energy-Driven Sales Series – Episode 3
What if the most powerful thing you could do in a sales call… is stay calm?
In this episode, Sam Wakefield explores one of the most overlooked skills in high-performance selling: the ability to read the emotional tone of the room and lead with presence—not pressure.
You'll learn what it means to lead the buyer’s energy, how to ground yourself when conversations get tense, and how calm confidence closes more than clever words ever will.
If you've ever felt thrown off by distracted buyers, awkward moments, or emotional tension… this is your guide to becoming the calmest, most trusted person in the room.
What You’ll Learn in This Episode:
- The difference between situational and energetic awareness
- How to lead the emotional rhythm of the conversation
- 3 phrases to shift buyer energy without sounding scripted
- Grounding rituals to use before, during, and after the appointment
- The cost of reactive selling—and how to avoid it
- Why the calmest person in the room wins more often than the loudest
🎟️ Relentless: The Ultimate Sales Transformation – May 6–8, 2025 | Boston, MA
🔥 Tickets are 50% off through the event!
Buy now and lead the version of yourself who closes with calm, confident energy.
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👉 https://g.page/r/CbfnnDqTCwQdEAE/review
💡 Final Thought:
“You don’t lead with what you say.
You lead with how you show up.
That’s emotional leadership. That’s energetic awareness.
And that’s what separates amateurs from pros.”
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:01):
Welcome to Close it now, thepodcast that's revolutionizing the
H Vac and home improvementtrades industries.
Get ready to dive deep intothe world of heating, ventilation
and air conditioning.
We're turning up the heat onindustry standards and cooling down
misconceptions.
And we're not just talkingabout fixing vents and adjusting
(00:21):
thermostats.
It's about the transformativemovement that's reshaping the very
foundation of H Vac and home improvement.
We're the driving force,inspiring top performers who crave
excellence not only in theirprofessional endeavors, but also
in fitness, nutrition,relationships and personal growth,
proving that we can indeedhave it all.
(00:44):
This is Close it now, whereexcellence meets excitement.
Let's get to work now, yourhost, Sam Wakefield.
All right, let me set thescene for you.
The homeowner was tense,distracted, barely looking up from
(01:06):
their phone.
So most reps would pushharder, rush the pitch, try to control
the outcome.
But what if the most powerfulmove you could make was to do nothing
but stay calm?
No script, no pressure, just presence?
(01:29):
Because maybe the real skillin sales is your ability to stay
grounded when the buyer isn't so.
Hey, Sam Wakefield here.
Close it now.
We are in number three of thismini series that we are working on.
(01:49):
So this is the energy drivensales mini series.
It is a nine part series.
So far we've explored episodenumber one, which was energy is the
missing skill, the invisibledriver behind every high performing
sales conversation.
Episode two was the container.
(02:09):
Why?
The space you create beforeyou speak determines what the buyer
feels and how they respond.
So today we're going to bedigging into something that sits
kind of at the core of both.
It is.
Well, it's not kind of.
It sits at the core of bothenergetic awareness and emotional
leadership.
This episode is about how tofeel, feel everything in the room
(02:34):
without absorbing any of it.
How to stay grounded, presentand calm even when the buyer isn't.
So before we get into that,let's we've got a little bit of what's
happening right now.
What's in your cup?
I've got hydrating thismorning, this super early morning.
It is actually five somethingin the morning.
(02:58):
I've got my water in my closeit now bottle for all of you on YouTube,
like and subscribe share with people.
But I am in Grand Rapids,Michigan today.
This week, I am training FlatRiver Electric coming up here with
Mike and Heather Lott.
And Mike Lott is the owner ofFlat River Electric.
(03:21):
Yes, you heard that right.
I am working with an electriconly company that does just electrical
Work.
So, yes, we have expanded to electrical.
We have expanded to plumbing.
So if you own electrical,plumbing, H vac, yes, we can work
with you.
(03:43):
The model is proven now and soit is effective and we are super
excited to get Flat riverelectric rolling and open some minds
to show them what is possibleand, you know, just start seeing
some incredible growth here.
So I'll keep you posted onthat throughout the week.
(04:04):
Make sure to go in.
Go.
If you're not a member of theFacebook group, go join the fa.
Close it now.
Facebook group.
I definitely, when I do traveltrainings like this, I always do
a lot of Facebook lives,especially from the field.
Show you a lot of what's goingon and how we train.
We'll do some lives from theFacebook group.
(04:25):
So let's get into this episodea little bit.
Time is compressed a bit, so Imight run through this a little quicker
than usual because I've got toget to the training.
But I wanted to get this donefor you because you are the reason
I do this.
So thank you for listening,everyone in your drive time University
today.
(04:45):
So let's get into it.
So section one, the Invisible game.
Most reps are losing.
This is what I titled thispart of it.
Every sales call has anemotional undercurrent to it.
You know, the problem is mostsalespeople don't really recognize
it.
Or worse, they get swept up in it.
One, they absorb the buyer's anxiety.
(05:08):
You know, whatever's going onin the house, you seem to absorb
it, and a lot.
And most of the time you don'teven realize that you don't recognize
it.
If you've never been madeaware that this is a thing, you just
fall into it.
We start to mirror theirstress, or we try to overpower the
moment with being louder witha faster pitch.
(05:29):
But the pros.
The pros notice the energy andthen choose their own energy.
They choose their own energy intentionally.
The pros will notice it.
But then you choose your own energy.
You don't ride the emotionalroller coaster.
You anchor it.
Because we've been taught forso long to mirror, mirror, mirror,
(05:52):
mirror, mirror.
Right, Mirror the energy.
Mirror the energy.
But there is a big differencein awareness.
So getting into this, onething we have to understand is energetic
awareness.
Energetic awareness is morethan just reading the room.
It's about knowing how to staysolid when everything around you
(06:16):
feels a little off.
So let's break it down alittle bit.
There's a big differencebetween situational awareness and
energetic awareness.
Situational awareness isnoticing what's happening physically.
So body language, tone, timeof day, all of that, that is situational
(06:37):
awareness.
That is what are, what we're mirroring.
You know, with all thetraining you've ever heard about
mirroring, that is whatexactly what we need to do.
So, you know, you've heardlike, if there's talking fast, talk
fast.
If they're talking slow, talk slow.
(06:59):
If they are high energy, behigh energy.
If they're low energy, be low energy.
And the matching thing,because people buy from people they
know like and trust and theylike people like themselves.
So this is that ninja trick.
And if you go way, way, way,way, way, way back in one of the
first episodes I recorded,this was the ninja trick.
(07:19):
I talked about one thing atthat time and honestly, I've learned
a lot since then about this.
So that's, that's why we'rerevisiting this a little bit.
But it goes so much deeperthan that because that is just situational
awareness.
The second part of this isenergetic awareness.
So what we need to do here, wehave to tune into what's happening
(07:42):
emotionally and subconsciously.
So reading the room doesn'tjust mean noticing body language,
it means feeling thetemperature of the conversation without
letting it spike your own.
So here's some examples.
When the buyer says they'rejust thinking, but they clearly feel
(08:04):
rushed, they clearly feel unsure.
Maybe there's a couple that,you know, we've all been in the house,
they're arguing while you'retrying to walk through the proposal.
You know, one per, one of themwants it.
The other one is like, justfrustrated that you're even there
or something else is going onthat they're arguing about.
I mean, I have been in houseswhere they literally have gotten
(08:25):
in almost fist fights and I'vehad to excuse myself so they could
take care of business.
So if you haven't had thathappen, you haven't been in enough
houses yet, because it will.
So third one is like thehomeowner who opens the door clearly
distracted, short tempered, orlike, oh, I've got a meeting.
And this, you know, in 20minutes, hurry up.
(08:46):
All of those things, thoseare, you know, different things are
going on.
So in this, in these moments,your energy has to become the thermometer,
not the thermostat.
And only one of those willlead the thermometer leads, not thermostat.
So how do we lead the energyby, but also not matching the emotion.
(09:10):
So here's your shift.
You don't have to matchemotion, you lead it.
So I've got a three stepframework for you today that will
help you to do this.
Number one is feel it.
We quietly recognize theemotional tone in the room.
We, we, we don't label it.
(09:31):
We just observe it.
Just observe it.
Number two is we have to frame it.
You, we're going to useintentional language to acknowledge
and soften the moment.
And number three, we have toflip it.
Redirect the tone by offeringpresence, safety, and calm.
(09:53):
Okay, so we're going to flipit by being the thermostat.
Again, don't be the, don't bethe thermometer and just gauge the
room, be the thermostat andcontrol it.
So here I've got a couple easyscripts for you that are generic.
You know, they will be veryhelpful to you.
You can come up with athousand of your own.
(10:15):
In fact, if you want to.
You know, one of the thingsthat I do when I'm, you know, brainstorming
ideas for podcasts is we allknow AI is a tool now.
You know, it will help you, itwill help you load in what you're
wanting to accomplish, whatyou're wanting to come up with, and
it'll help you with ideas.
So here's an example.
(10:36):
Script number one.
So, Mr.
Ms.
Homeowner, looks like todayhas been a lot.
Want to take a second andbreathe before we get into the details.
So here's why it works, though.
It gives them permission to pause.
The permission to pause isreally crucial.
We're leading with empathy,not pressure.
(10:59):
And the silence that follows,that's usually where we really start
to build a lot of trustbecause, you know, we're, we're recognizing
something is happening andthen we're giving them a moment to
reset.
Number two, here's another script.
Hey, we don't have to rush this.
(11:20):
I'm here to help, not push.
So let's just take it one stepat a time and figure out what makes
the most sense for you.
And I love this one.
This one I actually let.
This one's my favorite.
I've used this really, reallyoften in the house or some variation
of this.
It's like, hey, we don't haveto rush this.
I'm here to help, not push.
You know, let's take it onestep at a time and see and, you know,
(11:42):
and figure out what makes themost sense for you.
So this one instantly dropsthe pressure.
It sets the pace.
It's like almost like atakeaway sets the pace.
It tells the buyer, you know,it tells that homeowner, I'm not
here to close you, I'm here toguide you.
I'm here to be your tour guide.
So there's a couple of examples.
So the more you process thisand think about it, I'm sure you'll
(12:04):
come up with plenty of yourown or feel free.
So, And I know 100% give you permission.
Use the exact verbiage if youwant to.
It is okay.
A lot of times thesalespeople, you know, whatever role
you're in, we have thisnatural tendency to instantly try
to change it and make it ourown because we have this aversion
(12:24):
to scripting.
Use it word for word, it'sokay, I give you full permission.
So here's how to lead theemotional rhythm of the room.
So once we've done that, butbecause the main thing is when you're
leading, you don't lead withdominance, you lead with emotional
(12:45):
rhythm.
And there's a big difference here.
So here's some practical tools.
One, Slow your pace down.
Let your words breathe.
Take more time than you'veever taken.
You've heard me say that a lot.
Slow your pace a little bitlower your voice.
Calm speaks louder than intensity.
(13:05):
We'll say this all day long.
Calm speaks louder than intensity.
Let silence land.
Start using a lot more pauses.
Do not rush to fill the space.
Get comfortable in theuncomfortable silences.
And we've got to do a lot,especially here, of course, we a
(13:27):
lot of check in questions, butespecially when things like this
are going on, we need toreally intentionally ask a lot more
grounded questions.
So how does that feel so far?
Or what's most important toyou right now?
Those are a couple goodexamples of some really grounded
questions.
So when you shift the pace,what happens is that buyer starts
(13:50):
to follow.
If you've earned the, ifyou've passed the moment of rapport
and if you don't know what themoment of rapport is, go back and
listen to that episode.
But if you've, if you've notrecognized and intentionally recognized
that energy shift and you'venoticed that moment of rapport and
you've passed it.
So when you start to shift thepace, they are going to follow.
(14:11):
They will lead you.
They will follow you.
You are leading.
We're training our homeownershow to buy from us.
So when we shift that pace,the buyer will follow.
So here's a little, littlesnippet of brain science for you.
The nervous system awareness.
Think of cells like, we couldalmost call it like emotional aviation.
You're either piloting theplane or you're basically in the
(14:34):
back bracing, hoping itdoesn't crash.
So when the buyer isdysregulated, stressed, scared, reactive,
your job isn't to join the chaos.
Your job is not to put on yourparachute also and be like, oh, we're
going down.
Because I've absolutely donethat so many times.
Your job is to, it's to stay calm.
(14:57):
It's to calm the cabin.
It's like a pilot flyingthrough turbulence.
This is top of mind for mebecause I just flew to Michigan yesterday
and we had turbulence.
So it's like the pilot flyingthrough turbulence.
You want to calmly speak intothe intercom, not the one panicking
(15:17):
in the cockpit.
I hope you've never been on aflight where the pilot sounds panicked.
Everybody loses it.
I've been in that as well.
It's no fun be the common.
That's just a little bit ofturbulence as we're flying through.
This is what you're doing.
You are the pilot of this.
Your, your, you can look atthe entire appointment as you know
(15:38):
your, your flight and you'rein the pilot.
When you model calm, they'regoing to feel it in their nervous
system and cells.
Resistance is going to startto drop.
So grounding yourself before,during, and after the call.
And so in order to do this,you've got to stay, you have to stay
focused.
(15:58):
You have to stay grounded.
How do we do that?
Here's a couple ways that youcan do that.
They'll be very helpfulbecause grounded reps are trusted
reps, period.
That's just.
If you're grounded, it shows confidence.
It's a certainty.
And you become trusted veryquickly when you stay calm and focused.
(16:20):
So before the call, whenyou're, when you, before you knock
on the door, you can do thisin the, in the, in your vehicle,
in your van, in your car, inyour truck.
But I recommend when you walkup to the house, stop on the porch
and take just a beat.
Take a deep breath.
(16:42):
Slow your body down.
Set your tone.
Refocus right there.
Take a couple deep breathsbefore you ring the bell or before
you know.
In.
In fact, don't ring the bell.
Knock on the door,salespeople, ring the bell, friends,
knock on the door.
Knock on the door.
But take a couple breathsfirst during the call.
(17:02):
While you're there, make surebe intentional.
Recognize if your shouldersstart to go up towards your ears.
Loosen your shoulders, relaxthem, soften your tone a little bit.
Hear the difference in mytonality shifted.
Stay present, not just in yourpitch, not just in your presentation.
(17:23):
But stay present in your posture.
Your posture controls a lot ofthe emotion of the room.
So stay present in yourposture after the call.
Reflect on how you showed up,not just whether you close the appointment
or not, not just whether youmade the cell or not.
(17:46):
Be very intentional to reflecton how you showed up during the appointment.
Where did your energy go?
Map it.
Were you able to keep controlof it?
Were you able to stay calm inthe storm cells?
Doesn't reward intensity, itrewards alignment.
(18:07):
So here are some rituals andrhythms for consistency.
What you do outside of theappointment determines who you are
inside the appointment.
You've heard me say this overand over.
Sales is not the performanceof an hour or an hour and a half
or two hours.
Sales is the overflow of a life.
(18:28):
So here are some rituals toimplement free call centering.
You've got to, you know, youcan use music, you can meditate,
you can use silence.
Sit in silence.
Sit it.
I, I, I do.
I've always done two thingsbefore my appointments.
One is I've set a I, I like Ihave a whole thing about numbers.
(18:51):
So before every appointmentI'd be around the corner and I would
set a seven minute timer.
I like sevens.
You can do three minutes, youcan do one minute.
But I set a seven minute timerand I would just sit with my eyes
closed and focus on thepositive outcome.
Focus on they're gonna love me.
I.
(19:12):
This is gonna, this is thebest presentation I've ever given.
I know that I'm gonna connectand all of these thoughts are going
through my head and I'm justsitting in silence with a smile on
your face.
Because when you change yourphysiology, put a smile on your face
while you're sitting insilence, it's going to feel weird
at the first few times.
Put a smile on your face whileyou're sitting in silence.
(19:33):
Have your eyes closed and yourbody will, your mind will react to
it.
You're going to startcentering yourself, slow your breathing,
get calm, get focused.
And the other thing I alwaysdid I.
My anchor for years and yearsand years has been the song Walk
(19:54):
by Pantera.
After I meditate, I put thatsong on because now I'm centered,
now I'm focused.
Throw that song on.
And all I have to hear at thispoint in my life is just the first
few measures, the first fewbars and I am ready to go.
Crank that car off and I'mwalking up and I am ready to rock.
(20:15):
Whatever you do, set yourself,get yourself into a ritual that and
a rhythm that will Help you toconstantly get in the perfect headspace
every time it resets.
Even if you left a badappointment, you left a bad call,
or something else is going onin life.
You can reset and get readyfor your appointment this way.
(20:37):
Number 2.
Post call reset after your appointment.
Journal.
You gotta take notes.
You have to take notes.
Document, document, document.
If you're using a tool likeRilla or Ciro or an AI recorder,
you can.
There's a thing called Plodand I highly recommend if you don't
(20:58):
have the tools that you knowthat are the big paid for tools,
get your own.
Get Plaud it will.
You can turn it on and recordyour interactions.
Turn it off and then you canstart to self analyze better that
don't really don't rely onjust that.
Actually go through the effortto take notes with with your own
hand, make your notes andintentionally think through the appointment
(21:22):
what went.
Write down three things thatwere good and one thing that you
want to improve on everysingle appointment.
To do a weekly energy audit.
Be intentional about this inyour life.
Do a weekly audit.
When did you lead?
When did you react?
When you start to become awareof these moments, then you can change
(21:46):
them.
There's a the expressionthat's been around forever.
Especially in business.
If you don't measure it, youcan't manage it.
So make sure to do your weeklyenergy audit because it's so important.
Now one of the things thatwith this is tracking your energy
is just as important as yourKPIs because one controls the other.
(22:08):
You've got to track yourenergy as well.
So start using a calmcheckpoint before every appointment.
It's so important.
Now here's your bonus.
This is what happens if thisis the cost of not leading the room.
Okay.
And raise your hand if this.
You've ever experienced thesetypes of things and this is how you
(22:31):
recognize if you've falleninto this trap or not.
So let's get real here.
One is you're constantly drained.
Objection.
Objections start to show up early.
Do objections show up early inyour appointments?
The appointments, they kind offeel like a tug of war was like constantly
pulling back and forth.
(22:51):
If any of that happens,especially the drain part when you
get to the end of the day orthe end of appointment and you're
just freaking exhausted.
That means you're not leading.
You are fist fighting thewhole way through.
So you're definitely reactingif that's the case.
So you know what's going on.
(23:13):
This is the true cost of it too.
We've lost trust theobjections wouldn't be coming up
early in the presentation.
If you haven't lost trust,they're longer, harder, closes.
You have to go through so manymore objection handling at the end
and the strain on you, theemotional burnout.
(23:35):
It gets so tough if you'rewiped out after every call.
You're not leading withenergy, you're surviving it.
And that's a major difference.
So recapping real quick.
Number one is presence over pressure.
Be present, be the calm intheir storm like we talked about
(23:56):
last week.
Over pressure.
Calm, certainty is way moreinfluential than being louder, bigger,
talking faster.
Don't force the appointment.
Number two, energy over emotion.
Recognize what's going on, butdon't take it on yourself.
(24:17):
Figure it out, then reframe itand be the leader.
Number three, being groundedbeats intense every single time.
And if you want to know moreabout this, first of all, if you
got some value from this, absolutely.
Go to Go to Facebook, Leave mea review.
Go to Just search Close it outon Google Love if you leave me a
(24:40):
Google review.
Apple podcasts leave me a fivestar review.
Review me on Spotify.
The more five star reviews Iget, especially on Apple podcasts
and Google, the more people ofcourse call me so I can train them
and coach them.
Because I do have coaching programs.
(25:00):
I absolutely have some spotsopen in my one on one coaching calendar.
And we are booking for yourcompany this year.
And if you want to really deepdive into these topics, make sure
to get to Boston May 6th, 7thand 8th for the relentless the Ultimate
Sales Transformation Boot camp.
(25:21):
You can tickets are 50 off.
We're going to stop calling itthe bogo price.
They're 50% off.
We just slash the ticket tohalf price.
You get one, you can gethowever many.
You don't have to buy one toget one.
Half price.
They're half price.
Get your team there.
You get there.
Go to close it nowbootcamp.com again, that's close
(25:42):
it now bootcamp.com and weeven have a way for you to finance
it.
Go to Close it now easypay.com and you can finance your
ticket out and it makes itsuper dirt cheap.
So close it now bootcamp.comgo get your ticket.
Come see us in Boston.
(26:02):
And here's our final thought.
Let's leave this episode withthis before we sign off.
So you don't lead with whatyou say, you lead with how you show
up.
That's emotional leadership.
That's energetic awareness.
And that is what separatesamateurs from pros.
(26:24):
You go be someone worth buying from.
You've been listening to theClose it now podcast.
Our passion is to diveheadfirst into the transformative
movement that's reshaped thevery foundation of H Vac and home
improvement and at the sametime covering fitness, nutrition,
relationships and personalgrowth, proving that we can indeed
(26:48):
have it all.
We hope you've enjoyed the show.
If you did, make sure to,like, rate and review.
We'll be back soon, but in themeantime, find the website@closeitnow.net
find us on Instagram at thethe real Close it now and on Facebook
at Close It Now.
See you next time.
Welcome to Close it now, thepodcast that's revolutionizing the
H Vac and home improvementtrades industries.
Get ready to dive deep intothe world of heating, ventilation
and air conditioning.
We're turning up the heat onindustry standards and cooling down
misconceptions.
And we're not just talkingabout fixing vents and adjusting
(00:21):
thermostats.
It's about the transformativemovement that's reshaping the very
foundation of H Vac and home improvement.
We're the driving force,inspiring top performers who crave
excellence not only in theirprofessional endeavors, but also
in fitness, nutrition,relationships and personal growth,
proving that we can indeedhave it all.
(00:44):
This is Close it now, whereexcellence meets excitement.
Let's get to work now, yourhost, Sam Wakefield.
All right, let me set thescene for you.
The homeowner was tense,distracted, barely looking up from
(01:06):
their phone.
So most reps would pushharder, rush the pitch, try to control
the outcome.
But what if the most powerfulmove you could make was to do nothing
but stay calm?
No script, no pressure, just presence?
(01:29):
Because maybe the real skillin sales is your ability to stay
grounded when the buyer isn't so.
Hey, Sam Wakefield here.
Close it now.
We are in number three of thismini series that we are working on.
(01:49):
So this is the energy drivensales mini series.
It is a nine part series.
So far we've explored episodenumber one, which was energy is the
missing skill, the invisibledriver behind every high performing
sales conversation.
Episode two was the container.
(02:09):
Why?
The space you create beforeyou speak determines what the buyer
feels and how they respond.
So today we're going to bedigging into something that sits
kind of at the core of both.
It is.
Well, it's not kind of.
It sits at the core of bothenergetic awareness and emotional
leadership.
This episode is about how tofeel, feel everything in the room
(02:34):
without absorbing any of it.
How to stay grounded, presentand calm even when the buyer isn't.
So before we get into that,let's we've got a little bit of what's
happening right now.
What's in your cup?
I've got hydrating thismorning, this super early morning.
It is actually five somethingin the morning.
(02:58):
I've got my water in my closeit now bottle for all of you on YouTube,
like and subscribe share with people.
But I am in Grand Rapids,Michigan today.
This week, I am training FlatRiver Electric coming up here with
Mike and Heather Lott.
And Mike Lott is the owner ofFlat River Electric.
(03:21):
Yes, you heard that right.
I am working with an electriconly company that does just electrical
Work.
So, yes, we have expanded to electrical.
We have expanded to plumbing.
So if you own electrical,plumbing, H vac, yes, we can work
with you.
(03:43):
The model is proven now and soit is effective and we are super
excited to get Flat riverelectric rolling and open some minds
to show them what is possibleand, you know, just start seeing
some incredible growth here.
So I'll keep you posted onthat throughout the week.
(04:04):
Make sure to go in.
Go.
If you're not a member of theFacebook group, go join the fa.
Close it now.
Facebook group.
I definitely, when I do traveltrainings like this, I always do
a lot of Facebook lives,especially from the field.
Show you a lot of what's goingon and how we train.
We'll do some lives from theFacebook group.
(04:25):
So let's get into this episodea little bit.
Time is compressed a bit, so Imight run through this a little quicker
than usual because I've got toget to the training.
But I wanted to get this donefor you because you are the reason
I do this.
So thank you for listening,everyone in your drive time University
today.
(04:45):
So let's get into it.
So section one, the Invisible game.
Most reps are losing.
This is what I titled thispart of it.
Every sales call has anemotional undercurrent to it.
You know, the problem is mostsalespeople don't really recognize
it.
Or worse, they get swept up in it.
One, they absorb the buyer's anxiety.
(05:08):
You know, whatever's going onin the house, you seem to absorb
it, and a lot.
And most of the time you don'teven realize that you don't recognize
it.
If you've never been madeaware that this is a thing, you just
fall into it.
We start to mirror theirstress, or we try to overpower the
moment with being louder witha faster pitch.
(05:29):
But the pros.
The pros notice the energy andthen choose their own energy.
They choose their own energy intentionally.
The pros will notice it.
But then you choose your own energy.
You don't ride the emotionalroller coaster.
You anchor it.
Because we've been taught forso long to mirror, mirror, mirror,
(05:52):
mirror, mirror.
Right, Mirror the energy.
Mirror the energy.
But there is a big differencein awareness.
So getting into this, onething we have to understand is energetic
awareness.
Energetic awareness is morethan just reading the room.
It's about knowing how to staysolid when everything around you
(06:16):
feels a little off.
So let's break it down alittle bit.
There's a big differencebetween situational awareness and
energetic awareness.
Situational awareness isnoticing what's happening physically.
So body language, tone, timeof day, all of that, that is situational
(06:37):
awareness.
That is what are, what we're mirroring.
You know, with all thetraining you've ever heard about
mirroring, that is whatexactly what we need to do.
So, you know, you've heardlike, if there's talking fast, talk
fast.
If they're talking slow, talk slow.
(06:59):
If they are high energy, behigh energy.
If they're low energy, be low energy.
And the matching thing,because people buy from people they
know like and trust and theylike people like themselves.
So this is that ninja trick.
And if you go way, way, way,way, way, way back in one of the
first episodes I recorded,this was the ninja trick.
(07:19):
I talked about one thing atthat time and honestly, I've learned
a lot since then about this.
So that's, that's why we'rerevisiting this a little bit.
But it goes so much deeperthan that because that is just situational
awareness.
The second part of this isenergetic awareness.
So what we need to do here, wehave to tune into what's happening
(07:42):
emotionally and subconsciously.
So reading the room doesn'tjust mean noticing body language,
it means feeling thetemperature of the conversation without
letting it spike your own.
So here's some examples.
When the buyer says they'rejust thinking, but they clearly feel
(08:04):
rushed, they clearly feel unsure.
Maybe there's a couple that,you know, we've all been in the house,
they're arguing while you'retrying to walk through the proposal.
You know, one per, one of themwants it.
The other one is like, justfrustrated that you're even there
or something else is going onthat they're arguing about.
I mean, I have been in houseswhere they literally have gotten
(08:25):
in almost fist fights and I'vehad to excuse myself so they could
take care of business.
So if you haven't had thathappen, you haven't been in enough
houses yet, because it will.
So third one is like thehomeowner who opens the door clearly
distracted, short tempered, orlike, oh, I've got a meeting.
And this, you know, in 20minutes, hurry up.
(08:46):
All of those things, thoseare, you know, different things are
going on.
So in this, in these moments,your energy has to become the thermometer,
not the thermostat.
And only one of those willlead the thermometer leads, not thermostat.
So how do we lead the energyby, but also not matching the emotion.
(09:10):
So here's your shift.
You don't have to matchemotion, you lead it.
So I've got a three stepframework for you today that will
help you to do this.
Number one is feel it.
We quietly recognize theemotional tone in the room.
We, we, we don't label it.
(09:31):
We just observe it.
Just observe it.
Number two is we have to frame it.
You, we're going to useintentional language to acknowledge
and soften the moment.
And number three, we have toflip it.
Redirect the tone by offeringpresence, safety, and calm.
(09:53):
Okay, so we're going to flipit by being the thermostat.
Again, don't be the, don't bethe thermometer and just gauge the
room, be the thermostat andcontrol it.
So here I've got a couple easyscripts for you that are generic.
You know, they will be veryhelpful to you.
You can come up with athousand of your own.
(10:15):
In fact, if you want to.
You know, one of the thingsthat I do when I'm, you know, brainstorming
ideas for podcasts is we allknow AI is a tool now.
You know, it will help you, itwill help you load in what you're
wanting to accomplish, whatyou're wanting to come up with, and
it'll help you with ideas.
So here's an example.
(10:36):
Script number one.
So, Mr.
Ms.
Homeowner, looks like todayhas been a lot.
Want to take a second andbreathe before we get into the details.
So here's why it works, though.
It gives them permission to pause.
The permission to pause isreally crucial.
We're leading with empathy,not pressure.
(10:59):
And the silence that follows,that's usually where we really start
to build a lot of trustbecause, you know, we're, we're recognizing
something is happening andthen we're giving them a moment to
reset.
Number two, here's another script.
Hey, we don't have to rush this.
(11:20):
I'm here to help, not push.
So let's just take it one stepat a time and figure out what makes
the most sense for you.
And I love this one.
This one I actually let.
This one's my favorite.
I've used this really, reallyoften in the house or some variation
of this.
It's like, hey, we don't haveto rush this.
I'm here to help, not push.
You know, let's take it onestep at a time and see and, you know,
(11:42):
and figure out what makes themost sense for you.
So this one instantly dropsthe pressure.
It sets the pace.
It's like almost like atakeaway sets the pace.
It tells the buyer, you know,it tells that homeowner, I'm not
here to close you, I'm here toguide you.
I'm here to be your tour guide.
So there's a couple of examples.
So the more you process thisand think about it, I'm sure you'll
(12:04):
come up with plenty of yourown or feel free.
So, And I know 100% give you permission.
Use the exact verbiage if youwant to.
It is okay.
A lot of times thesalespeople, you know, whatever role
you're in, we have thisnatural tendency to instantly try
to change it and make it ourown because we have this aversion
(12:24):
to scripting.
Use it word for word, it'sokay, I give you full permission.
So here's how to lead theemotional rhythm of the room.
So once we've done that, butbecause the main thing is when you're
leading, you don't lead withdominance, you lead with emotional
(12:45):
rhythm.
And there's a big difference here.
So here's some practical tools.
One, Slow your pace down.
Let your words breathe.
Take more time than you'veever taken.
You've heard me say that a lot.
Slow your pace a little bitlower your voice.
Calm speaks louder than intensity.
(13:05):
We'll say this all day long.
Calm speaks louder than intensity.
Let silence land.
Start using a lot more pauses.
Do not rush to fill the space.
Get comfortable in theuncomfortable silences.
And we've got to do a lot,especially here, of course, we a
(13:27):
lot of check in questions, butespecially when things like this
are going on, we need toreally intentionally ask a lot more
grounded questions.
So how does that feel so far?
Or what's most important toyou right now?
Those are a couple goodexamples of some really grounded
questions.
So when you shift the pace,what happens is that buyer starts
(13:50):
to follow.
If you've earned the, ifyou've passed the moment of rapport
and if you don't know what themoment of rapport is, go back and
listen to that episode.
But if you've, if you've notrecognized and intentionally recognized
that energy shift and you'venoticed that moment of rapport and
you've passed it.
So when you start to shift thepace, they are going to follow.
(14:11):
They will lead you.
They will follow you.
You are leading.
We're training our homeownershow to buy from us.
So when we shift that pace,the buyer will follow.
So here's a little, littlesnippet of brain science for you.
The nervous system awareness.
Think of cells like, we couldalmost call it like emotional aviation.
You're either piloting theplane or you're basically in the
(14:34):
back bracing, hoping itdoesn't crash.
So when the buyer isdysregulated, stressed, scared, reactive,
your job isn't to join the chaos.
Your job is not to put on yourparachute also and be like, oh, we're
going down.
Because I've absolutely donethat so many times.
Your job is to, it's to stay calm.
(14:57):
It's to calm the cabin.
It's like a pilot flyingthrough turbulence.
This is top of mind for mebecause I just flew to Michigan yesterday
and we had turbulence.
So it's like the pilot flyingthrough turbulence.
You want to calmly speak intothe intercom, not the one panicking
(15:17):
in the cockpit.
I hope you've never been on aflight where the pilot sounds panicked.
Everybody loses it.
I've been in that as well.
It's no fun be the common.
That's just a little bit ofturbulence as we're flying through.
This is what you're doing.
You are the pilot of this.
Your, your, you can look atthe entire appointment as you know
(15:38):
your, your flight and you'rein the pilot.
When you model calm, they'regoing to feel it in their nervous
system and cells.
Resistance is going to startto drop.
So grounding yourself before,during, and after the call.
And so in order to do this,you've got to stay, you have to stay
focused.
(15:58):
You have to stay grounded.
How do we do that?
Here's a couple ways that youcan do that.
They'll be very helpfulbecause grounded reps are trusted
reps, period.
That's just.
If you're grounded, it shows confidence.
It's a certainty.
And you become trusted veryquickly when you stay calm and focused.
(16:20):
So before the call, whenyou're, when you, before you knock
on the door, you can do thisin the, in the, in your vehicle,
in your van, in your car, inyour truck.
But I recommend when you walkup to the house, stop on the porch
and take just a beat.
Take a deep breath.
(16:42):
Slow your body down.
Set your tone.
Refocus right there.
Take a couple deep breathsbefore you ring the bell or before
you know.
In.
In fact, don't ring the bell.
Knock on the door,salespeople, ring the bell, friends,
knock on the door.
Knock on the door.
But take a couple breathsfirst during the call.
(17:02):
While you're there, make surebe intentional.
Recognize if your shouldersstart to go up towards your ears.
Loosen your shoulders, relaxthem, soften your tone a little bit.
Hear the difference in mytonality shifted.
Stay present, not just in yourpitch, not just in your presentation.
(17:23):
But stay present in your posture.
Your posture controls a lot ofthe emotion of the room.
So stay present in yourposture after the call.
Reflect on how you showed up,not just whether you close the appointment
or not, not just whether youmade the cell or not.
(17:46):
Be very intentional to reflecton how you showed up during the appointment.
Where did your energy go?
Map it.
Were you able to keep controlof it?
Were you able to stay calm inthe storm cells?
Doesn't reward intensity, itrewards alignment.
(18:07):
So here are some rituals andrhythms for consistency.
What you do outside of theappointment determines who you are
inside the appointment.
You've heard me say this overand over.
Sales is not the performanceof an hour or an hour and a half
or two hours.
Sales is the overflow of a life.
(18:28):
So here are some rituals toimplement free call centering.
You've got to, you know, youcan use music, you can meditate,
you can use silence.
Sit in silence.
Sit it.
I, I, I do.
I've always done two thingsbefore my appointments.
One is I've set a I, I like Ihave a whole thing about numbers.
(18:51):
So before every appointmentI'd be around the corner and I would
set a seven minute timer.
I like sevens.
You can do three minutes, youcan do one minute.
But I set a seven minute timerand I would just sit with my eyes
closed and focus on thepositive outcome.
Focus on they're gonna love me.
I.
(19:12):
This is gonna, this is thebest presentation I've ever given.
I know that I'm gonna connectand all of these thoughts are going
through my head and I'm justsitting in silence with a smile on
your face.
Because when you change yourphysiology, put a smile on your face
while you're sitting insilence, it's going to feel weird
at the first few times.
Put a smile on your face whileyou're sitting in silence.
(19:33):
Have your eyes closed and yourbody will, your mind will react to
it.
You're going to startcentering yourself, slow your breathing,
get calm, get focused.
And the other thing I alwaysdid I.
My anchor for years and yearsand years has been the song Walk
(19:54):
by Pantera.
After I meditate, I put thatsong on because now I'm centered,
now I'm focused.
Throw that song on.
And all I have to hear at thispoint in my life is just the first
few measures, the first fewbars and I am ready to go.
Crank that car off and I'mwalking up and I am ready to rock.
(20:15):
Whatever you do, set yourself,get yourself into a ritual that and
a rhythm that will Help you toconstantly get in the perfect headspace
every time it resets.
Even if you left a badappointment, you left a bad call,
or something else is going onin life.
You can reset and get readyfor your appointment this way.
(20:37):
Number 2.
Post call reset after your appointment.
Journal.
You gotta take notes.
You have to take notes.
Document, document, document.
If you're using a tool likeRilla or Ciro or an AI recorder,
you can.
There's a thing called Plodand I highly recommend if you don't
(20:58):
have the tools that you knowthat are the big paid for tools,
get your own.
Get Plaud it will.
You can turn it on and recordyour interactions.
Turn it off and then you canstart to self analyze better that
don't really don't rely onjust that.
Actually go through the effortto take notes with with your own
hand, make your notes andintentionally think through the appointment
(21:22):
what went.
Write down three things thatwere good and one thing that you
want to improve on everysingle appointment.
To do a weekly energy audit.
Be intentional about this inyour life.
Do a weekly audit.
When did you lead?
When did you react?
When you start to become awareof these moments, then you can change
(21:46):
them.
There's a the expressionthat's been around forever.
Especially in business.
If you don't measure it, youcan't manage it.
So make sure to do your weeklyenergy audit because it's so important.
Now one of the things thatwith this is tracking your energy
is just as important as yourKPIs because one controls the other.
(22:08):
You've got to track yourenergy as well.
So start using a calmcheckpoint before every appointment.
It's so important.
Now here's your bonus.
This is what happens if thisis the cost of not leading the room.
Okay.
And raise your hand if this.
You've ever experienced thesetypes of things and this is how you
(22:31):
recognize if you've falleninto this trap or not.
So let's get real here.
One is you're constantly drained.
Objection.
Objections start to show up early.
Do objections show up early inyour appointments?
The appointments, they kind offeel like a tug of war was like constantly
pulling back and forth.
(22:51):
If any of that happens,especially the drain part when you
get to the end of the day orthe end of appointment and you're
just freaking exhausted.
That means you're not leading.
You are fist fighting thewhole way through.
So you're definitely reactingif that's the case.
So you know what's going on.
(23:13):
This is the true cost of it too.
We've lost trust theobjections wouldn't be coming up
early in the presentation.
If you haven't lost trust,they're longer, harder, closes.
You have to go through so manymore objection handling at the end
and the strain on you, theemotional burnout.
(23:35):
It gets so tough if you'rewiped out after every call.
You're not leading withenergy, you're surviving it.
And that's a major difference.
So recapping real quick.
Number one is presence over pressure.
Be present, be the calm intheir storm like we talked about
(23:56):
last week.
Over pressure.
Calm, certainty is way moreinfluential than being louder, bigger,
talking faster.
Don't force the appointment.
Number two, energy over emotion.
Recognize what's going on, butdon't take it on yourself.
(24:17):
Figure it out, then reframe itand be the leader.
Number three, being groundedbeats intense every single time.
And if you want to know moreabout this, first of all, if you
got some value from this, absolutely.
Go to Go to Facebook, Leave mea review.
Go to Just search Close it outon Google Love if you leave me a
(24:40):
Google review.
Apple podcasts leave me a fivestar review.
Review me on Spotify.
The more five star reviews Iget, especially on Apple podcasts
and Google, the more people ofcourse call me so I can train them
and coach them.
Because I do have coaching programs.
(25:00):
I absolutely have some spotsopen in my one on one coaching calendar.
And we are booking for yourcompany this year.
And if you want to really deepdive into these topics, make sure
to get to Boston May 6th, 7thand 8th for the relentless the Ultimate
Sales Transformation Boot camp.
(25:21):
You can tickets are 50 off.
We're going to stop calling itthe bogo price.
They're 50% off.
We just slash the ticket tohalf price.
You get one, you can gethowever many.
You don't have to buy one toget one.
Half price.
They're half price.
Get your team there.
You get there.
Go to close it nowbootcamp.com again, that's close
(25:42):
it now bootcamp.com and weeven have a way for you to finance
it.
Go to Close it now easypay.com and you can finance your
ticket out and it makes itsuper dirt cheap.
So close it now bootcamp.comgo get your ticket.
Come see us in Boston.
(26:02):
And here's our final thought.
Let's leave this episode withthis before we sign off.
So you don't lead with whatyou say, you lead with how you show
up.
That's emotional leadership.
That's energetic awareness.
And that is what separatesamateurs from pros.
(26:24):
You go be someone worth buying from.
You've been listening to theClose it now podcast.
Our passion is to diveheadfirst into the transformative
movement that's reshaped thevery foundation of H Vac and home
improvement and at the sametime covering fitness, nutrition,
relationships and personalgrowth, proving that we can indeed
(26:48):
have it all.
We hope you've enjoyed the show.
If you did, make sure to,like, rate and review.
We'll be back soon, but in themeantime, find the website@closeitnow.net
find us on Instagram at thethe real Close it now and on Facebook
at Close It Now.
See you next time.
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